Solution Sales Director, CyberSecurity

Primary purpose

Lead, plan, manage and develop a team of experienced Cyber Solution Sales specialists. The role provides pre-sales technical expertise to Account teams and customers, leads the team through the full sales cycle, and participates directly in complex cybersecurity opportunities.

The Director is responsible for short-, medium- and long-term plans that achieve the Cybersecurity business’s strategic objectives, using resources across the organisation to maximise revenue. The role also handles escalations and ensures customer satisfaction.

Current role emphasis

Lead Cyber Solution Sales specialists to achieve sales, revenue, order-book and margin objectives.

Execute the Cybersecurity GTM through an integrated SI + telco model.

Work with the Technology Services Tribe to support platform-led initiatives.

Collaborate closely with Enterprise Sales, other service lines, Delivery and Governance.

Key responsibilities

Deliver the team’s revenue, order-book and margin-dollar targets.

Run sales forecasting, demand generation and deal-strategy development.

Maintain proper planning, monitoring and accurate revenue and order-book forecasts.

Coach, performance-manage and develop the Cyber Solution Sales team.

Engage customer stakeholders, including C-level executives, and lead negotiations and closure of large, complex deals.

Work with internal functions and external partners to develop and implement strategies, plans and business models.

Manage customer escalations and maintain strong customer satisfaction.

Qualifications

Diploma or Degree in IT, Computer Science or a related field with at least 10 years’ cybersecurity sales experience across pre-sales, business development and/or account management within the telecommunications or IT industry.

ICT sales-management experience is preferred.

Experience selling Managed Security Services.

Proficiency in at least three relevant cybersecurity technologies, vendors or solution areas, including Palo Alto, Trend Micro, Check Point, McAfee, RSA, Symantec, Fortinet, Cisco, CASB, IAM, APT and SIEM.

Strong self-motivation, commitment and results orientation.

Excellent written and verbal communication skills.

Independent, resourceful and collaborative, with a strong commitment to internal and external customer support.

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